Manager, Market Outreach

The Market Outreach Manager is responsible for directly overseeing the B2B sales function for a multi-site, single-state market. This role develops and executes localized outreach strategies, lead channel plans, account engagement tactics, and performance management routines to drive qualified PACE leads and support market-level lead growth objectives. The Outreach Manager directly supervises Healthcare Sales Representatives and partners with the Regional Sales Director to align field outreach priorities with market strategy, center capacity, and organizational sales goals.

B2B Sales Strategy, Planning, and Reporting – 30%

• Develop and implement annual, quarterly, and monthly B2B sales plans for the assigned single-state, multi-site market, including priority lead channels, target accounts, outreach initiatives, and tactical activity plans.
• Execute strategic relationships and account management duties to support the market with advanced initiatives and coverage during teammate turnover and/or absence.
• Translate regional sales priorities into localized outreach strategies for centers/sites within the market, ensuring Healthcare Sales Representatives have clear account focus, activity expectations, and lead growth targets.
• Partner with Center Directors, Clinical Operations, Enrollment, and Market Leadership to ensure outreach strategies are aligned with participant capacity, growth objectives, and operational priorities.
• Monitor sales territories, account coverage, and lead source activity across sites to ensure appropriate market coverage and consistent execution of outreach plans.
• Use CRM and sales reporting tools to track lead source activity, sales pipeline health, outreach productivity, and progress toward lead generation goals.
• Prepare and present weekly, monthly, and quarterly sales updates to the Regional Sales Director, including KPI trends, lead source performance, market opportunities, barriers, and recommended action plans.
• Partner with cross-functional leaders to ensure B2B outreach activities are coordinated with center capacity, market needs, community relationships, and organizational sales priorities.

Healthcare Sales Representative Management and Supervision – 50%

• Directly supervise Healthcare Sales Representatives assigned to the market, including day-to-day guidance, coaching, performance monitoring, field ride‑alongs, and accountability for outreach activity and lead generation outcomes.
• Establish individual and market‑level B2B sales goals, lead source targets, KPI expectations (Unqualified/Qualified leads, conversion, gross enrollments, account opportunities, activities, lead days, etc.), and activity standards in partnership with the Regional Sales Director and sales leadership.
• Lead routine sales huddles, one‑on‑one performance reviews, pipeline reviews, and territory/account planning sessions with Healthcare Sales Representatives.
• Analyze lead source productivity, outreach activity, funnel movement, competitive dynamics, and market trends to identify opportunities for growth and performance improvement.
• Coach Healthcare Sales Representatives on lead partner engagement, consultative sales approaches, account development, objection handling, follow‑up cadence, and use of sales tools and CRM documentation.
• Support recruitment, onboarding, performance feedback, and development planning for Healthcare Sales Representatives in alignment with company policies and the Regional Sales Director.
• Help maintain a positive, accountable, collaborative sales culture focused on ethical outreach, high‑quality lead partner relationships, and consistent execution.

Sales Training, Field Enablement, and Best Practice Development – 20%

• Implement sales…